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Director of National Accounts – Travel Industry
Location: Remote – Continental U.S.
We are seeking an experienced Director of National Accounts to develop and grow large strategic partnerships across the U.S. travel industry. This is a high-impact business development role focused on complex, high-value accounts with significant revenue potential.
The ideal candidate is a strategic hunter with deep travel-industry knowledge, strong existing relationships, and a demonstrated ability to turn those relationships into meaningful revenue. Target partners may include cruise lines, tour operators, wholesalers, OTAs, airlines, large travel organizations, travel technology companies, and other major distribution partners.
Typical opportunities may represent $5M–$15M+ in annual travel insurance sales, requiring a sophisticated sales approach, executive-level relationship development, and the ability to navigate longer, multi-stakeholder sales cycles.
What You'll Do
- Identify, develop, and close large strategic travel partnerships.
- Build and manage a pipeline of high-value national account opportunities.
- Own the business development process from prospecting and relationship development through negotiation, contracting, launch, and handoff.
- Develop relationships with senior decision-makers and C-suite stakeholders.
- Create account strategies based on each partner's business model, distribution channels, technology needs, and revenue opportunity.
- Work cross-functionally with Product, Insurance, Legal, Finance, Operations, and other internal teams to advance complex opportunities.
- Identify opportunities for customized products, coverage enhancements, integrations, and other solutions that can help win larger accounts.
- Negotiate commercial terms, commissions, partnership structures, and launch plans.
- Maintain accurate pipeline management, forecasting, and CRM activity.
- Represent the company at travel-industry conferences, events, and partner meetings.
What We're Looking For
- Approximately 10+ years of experience in business development, strategic partnerships, national accounts, or enterprise sales.
- Strong experience within travel, travel insurance, travel technology, cruise, tour operations, wholesale travel, airlines, OTAs, or related industries.
- Demonstrated success developing and closing large, complex partnerships.
- Existing relationships across the travel industry, particularly with cruise organizations, tour operators, wholesalers, OTAs, large travel agencies, or travel technology companies.
- Proven experience navigating longer sales cycles, multiple decision-makers, commercial negotiations, and operational launches.
- Strong commercial judgment and ability to assess revenue potential and strategic fit.
- Executive presence and the ability to communicate credibly with senior leaders, founders, owners, and C-suite executives.
- Strong pipeline management, forecasting, and CRM discipline.
- Comfort working independently in a fast-growing environment where priorities evolve and ownership is expected.
Particularly Valuable Experience
Experience with travel insurance, embedded travel products, ancillary revenue, or travel protection solutions is especially valuable.
We are particularly interested in candidates who can bring established industry relationships and have previously generated significant revenue through large travel partnerships.
Who You Are
You know how to open doors, build trust, and move complex deals forward. You understand that large national partnerships require patience, persistence, internal coordination, and strong commercial discipline.
You are comfortable owning a number, creating opportunities rather than waiting for them, and identifying both the decision-makers and the business case necessary to move a deal forward.
This is an opportunity to help build and shape a growing national accounts function while developing some of the company's most significant strategic travel partnerships.
JOB ID: 181492
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Warren Mead